Farris, Paul W.

Managers must understand their marketing efforts as precisely as possible in order to determine how much to spend on each marketing channel. This technical note explores marketing analytics?the proces
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This case depicts the history of an unusual brand in the "super premium" segment of the vodka market. The top-of-line positioning is supported with creative advertising, narrow distribution, point-of-
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This case is intended to be part of a first-year MBA marketing course, or a second-year elective in advertising, integrated marketing communications, market research, or marketing analytics. The case
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This technical note introduces the key elements of Internet advertising, including options available to advertisers, pricing, measurement, an overview of the buying process, and a comparison with trad
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The Allocator exercise is a simulation that puts the class, as brand teams of three to seven people, in the role of product managers in the beer market. Each market set has five brands. The brands are
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While business-to-consumer e-commerce (B2C) has garnered the most public attention of any online business sector, business-to-business (B2B) e-commerce is proving to account for a much larger slice of
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Bad news for AutoZone: until recently the sales and store count leader in the retail auto parts category, AutoZone has been surpassed by Advance Auto Parts; Wall Street has punished AutoZone and is pr
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Sequel to Progressive Insurance: Not Your Standard Insurance Story. The company launches a new sub-brand, Drive Insurance, which will be only sold through independent agents, not through the Web or 1-
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This is the first of a four-part case charting the influence of technological shifts on decision making in the light bulb industry. After years of a stable industry, with little change in products or
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This is the second of a four-part case charting the influence of technological shifts on decision making in the light bulb industry. As Philips begins to challenge GE's dominance in the lighting marke
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This is the third of a four-part case charting the influence of technological shifts on decision making in the light bulb industry. At a time when CFL technology has either accelerated or plateaued, l
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